Sales And Marketing Workshop

Sales and Marketing Workshop
Building customer sales tools

Why sales and marketing need to work together

Why sales and marketing need to be integrated

Map out what currently happens in the sales cycle for your sales team..

What sales tools do they currently use?

What is often broken between sales and marketing

What business are you in? What are the unrecognised needs of our customers? Build your customer story
Unrecognised needs, what they never think to ask for (mind reading)
Intimacy and empathy or quality of listening for customers
Recognised needs
Basic needs

Start having a conversation about customer problems….

Pick a real example

Objective

Customer real pain points

What is our point of difference to solve their problem or challenge

What is our elevator pitch or summary

What you need to have ready before you engage

What sales Managers need to do

Role of a sales consultant
How they spend their time
How long it takes for a new rep to ramp up
What happens in deals?
What sales strategies and tools are working?
Who is doing what between sales/ marketing?
Sales funnel
Who does what?
Understanding the sales consultant today

Role of a sales rep is changing

Allocation of sales rep time
Set up metrics to measure and provide feedback to marketing.
Sales cycle length
Number of calls or interactions to get a sale
Lead generation stats, marketing lead, rep lead or referral
Won, no decision or lost deals

New rep ramp up

Outcomes from deals

What is working best for others…

What are we focusing on, what are our strategies?

Who does what?

Sales and Marketing Funnel

Marketing and sales working together

Next Steps

Tell the buyers story
Map out the customer pain points
Work together on the value proposition or differentiation positioning
Build the right sales tools to support the sales cycle and process
Work on some key metrics for each function
Differentiation

Corporatevisions.com
CSO insights – Sales effectiveness survey 2008
Chip Conley – Peak – How great companies get their mojo from Maslow
Trainingindustry.com – sales readiness presentation
Sirius Decisions
The leaky funnel
Eit Sales Support
Sources

Danielle MacInnis
Marketing Consultant
Mob: 0400 507 037
Email
Blog
Web
MacInnis Marketing

Sales And Marketing Workshop

by MacInnis Marketing on Jan 30, 2010

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Sales And Marketing Workshop — Presentation Transcript